Job Description

Job description

Some careers open more doors than others.

If you\xe2\x80\x99re looking for a career that will unlock new opportunities, join HSBC and experience the possibilities. Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.

Wealth and Personal Banking is our new global business combining Retail Banking and Wealth Management; and Global Private Banking, to become one of the world\xe2\x80\x99s largest global wealth managers with USD1.4 trillion in assets. Across Asia, where wealth pools are growing faster than in any other region, HSBC\xe2\x80\x99s wealth revenues grew 12% in 2019 (year-on-year) to USD5.7 billion. Our dedicated colleagues serve millions of customers worldwide across the entire spectrum of private wealth, ranging from personal banking individuals and families, through to business owners, investors and ultra-high-net-worth individuals. We provide products and services such as bank accounts, credit cards, personal loans and mortgages, as well as asset management, insurance, wealth management and private banking, that best suit our customers\xe2\x80\x99 needs.

We are currently seeking a high calibre professional to join our team as a Senior Sales Manager, Institutional Sales .

Principal Responsibilities

Key role to expand client coverage, acquire brand new clients across institutional segment spectrum and generate significant sales revenues in HSBC Asset Management Singapore (\xe2\x80\x9cAMSG\xe2\x80\x9d).The South Asia region is key and strategic within the Asia Pacific region, with major pensions and official sector institutions, insurance companies, large family offices and corporates (semi conductors, shipping\xe2\x80\xa6) operate and continue expanding. HSBC AM\'s Asia plans of growth and expansion require strong leverage of AM Singapore\xe2\x80\x99s office, with local teams able to expand IB clients across all IB client segments.

Strong requirement to push alternatives and traditional strategies and ability to establish strong relationships with Bank RMs to increase referrals and reverse enquiries and represent HSBC AM Brand in the broader South IB community. The role focuses on South Asia Institutional Sales. Coordination with Head of Sales and other sales colleagues is required for maximum efficiency in client acquisition and market share expansion.

This is a sales role with revenue and P&L targets, in charge of business expansion across South Asia institutional clients for all long-term investment solutions and capabilities:

• Growth Targets including $ revenue, $ net new inflows, number of brand new clients brought to HSBC AM, across the entire spectrum of HSBC Asset Management long term investment product suite
• Target Client base: South Asia Institutions - Official Sector Institutions, Sovereign Wealth Funds, Insurance Companies, Securities Houses, Asset Management Houses, Corporations
• Contribute to the build-up and strengthening of HSBC Asset Management brand in South
• Asia and strong cooperation with Institutional Business teams in North and South Asia
• This role functionally reports into the Head of Institutional Sales South Asia
• The role is part of HSBC Asset Management Asia Wealth programme, and critical to the ambitious growth expansion targets of HSBC Asset Management in Asia

Key activities and Impact on Business / Functions

Sales Duties and Responsibilities

• Lead sales activities, client engagement to significantly generate new business, and increase revenues to achieve asset growth, sales, revenue targets with South Asia IB Clients
• Responsible for generating new business leads, with systematic and efficient follow-ups in coordination with all relevant investment teams and support platforms, so as to close deals and significantly increase number of brand-new clients and net new inflows
• Responsible for profitable AUM growth, showcasing the full range of HSBC\xe2\x80\x99s Asset Management capabilities range (Long term investment products with focus on alternatives)
• Proactively identify potential product gaps, suggest and bring enhancement ideas internally to relevant channels so as to significantly contribute to robust development of long-term vision / product strategy of the business
• Participating in events, initiatives and activities to develop business opportunities, represent HSBC AM in external conferences with the objective of proactively identifying sales opportunities and developing these opportunities

Customers / Stakeholders

• Target Clients \xe2\x80\x93 all IB segment in South Asia: Official Sector Institutions (OSI), Sovereign
• Wealth Funds, FIG, Insurance Companies, Banking, Securities Houses, Corporates. Coverage
• Internal HSBC AM stakeholders \xe2\x80\x93 all AM global colleagues including investment teams across all asset classes, reporting, client services operations, legal, risk finance, investment restrictions, product, product specialists, finance... HSBC Bank partners - Global Banking relationship management colleagues (Global Banking), Relationship Managers, Global Markets, Custody, GLCM, CMB
• Collaborate with stakeholders to maximize cross selling opportunities and revenue generation
• The role holder will need to rapidly develop a very strong, trustworthy working relationships with all HSBC colleagues and clients so as to maximize referrals and opportunities set across all client segments

Required Skillset & Teamwork

• Leadership skills: drive and ability to spearhead and motivate institutional sales teams in coordination, also leveraging from wider Institutional Sales network and colleagues
• Sales acumen : demonstrated and proven sales track record in South Asia, and ability to drive and strongly expand business in an evolving environment, whilst juggling with multiple stakeholders internally and externally \xe2\x80\x93 ability to adopt a very proactive stance in driving projects and generate new ideas to continue innovating product offering
• Technical skills: the role holder will display a strong knowledge of investments, asset classes and especially alternatives investments and products, investment propositions and business development initiatives and always strive at delivering best in class client experience and service
• Strong organisational and project management skills : the role holder will need to be highly organized to prioritise tasks, manage a broad client base, diverse business lines with differing needs and deadlines
• Collegiate and Teamwork mentality and behavior at all times \xe2\x80\x93 the role holder must build productive working relationships with other internal colleagues, by requesting support as needed and returning favours as necessary, recognizing that a team is stronger than an individual when talking to clients who are increasingly sophisticated and growingly complex / layered by way of structure and maintaining professionalism in all dealings with clients and colleagues

Operational Effectiveness and controls

• Adhere to the institutional sales process
• Be cognisant to risk management policies and adhere to the regulatory disciplines imposed on thebusiness
• Ensure that CRM and related information management is kept up to date and maintained to high standard at all times

Management of Risk (Operational Risk / FIM requirements)

• Is aware of the Operational Risk scenario associated with the role and acts in a manner that takes account of operational risk considerations
• Protecting the bank\'s reputation and ensuring understanding of client needs

Observation of Internal Controls (Compliance Policy / FIM requirements)

• Maintains HSBC internal control standards, including timely implementation of internal and external audit points together with any issues raised by external regulators
• Understands, follows and demonstrates compliance with all relevant internal and external rules, regulations and procedures that apply to the conduct of the business in which the jobholder is involved, specifically Internal Controls and any Compliance policy including, inter alia, the Group Compliance policy

Role Dimensions (e.g. balance sheet size, lending/expenditure limits, size/volume of transactions, budget. in USD\xe2\x80\x99000)

• Attend marketing events and represent AMSG covering South Asia Institutional Business segment
• Ability to bring significant growth and quick results as part of Asia Wealth Programme
• Self starter and ability to build up and leverage from wider global resources/infrastructure

Requirements

Professional Profile:

• At least 8+ years of relevant asset management experience
• Proven track record in sales/business development, institutional sales expansion
• Strong institutional client relationships and able to kickstart and fundraise quickly
• Exposure to investment solutions for all types of institutional clients, ability and willingness to develop strong technical knowledge, wide range of investment management products across asset classes
• Prior exposure and deep experience to alternatives an advantage
• Excellent presentation skills, relationship management and organizational skills
• Ability to travel extensively in South Asia and Asia region

Personal Profile:

• Excellent proactive sales skills, self-starter, strong drive and proven sales track record
• Ability to work effectively across multiple groups, global regions and lines of business
• Highly organized and achievement-oriented to get deals done and funded, with a strong hands-on mentality
• Excellent communication skills and very strong teamwork abilities with strong interpersonal skills
• Good comfort and ability in working at all levels of seniority

To be considered for this role, the relevant rights to work in Singapore is required.

The chosen candidate for this role will be required to undergo enhanced vetting. Subject to local laws, this will require the individual to satisfactorily pass a series of additional checks as part of the recruitment process and on an ongoing basis, if appointed to the role. HSBC Group reserves its position with regards to any steps which it may take in relation to any material adverse findings which arise either when the checks are originally completed, and/or if relevant, on an ongoing basis.

You\xe2\x80\x99ll achieve more when you join HSBC.

HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.

Issued by The Hongkong and Shanghai Banking Corporation Limited.

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